Deck 14: Sales Management

Question 1

All of the following are examples of intercultural issues with the foreign country except:

A)motivation.
B)cultural sensitivity.
C)ethical standards.
D)relationship building.
E)home to host communications.

Answer 1

E

Question 2

With respect to sales and sales management, the entry method into a market is also called the _____.

A)zone process
B)level of migration
C)level of expatriation
D)level of complexity
E)level of integration

Answer 2

E

Question 3

Unlike the United States where customers visit car dealers, a majority of cars are sold by door-to-door salespeople in _____.

A)India
B)Pakistan
C)Japan
D)Ireland
E)Mongolia

Answer 3

C

Question 4

Sales force skill availability, company image, expatriate recruiting, and centralized training are issues relevant to _____ considerations.

A)international product
B)international sales strategy
C)international mix
D)intercultural issues with the foreign country
E)global society

Question 5

All of the following are tasks of the average salesperson except:

A)take orders.
B)deliver products.
C)repair products.
D)educate consumers.
E)provide technical knowledge.

Question 6

When researchers try to put the word international into sales management and personal selling, clarification is needed._____ considerations include issues that analyze more than one country's assets, strengths, and situations, or that deal directly with cross-border coordination.

A)International product
B)International strategy
C)International mix
D)Intercultural
E)Global society

Question 7

If a company begins its foreign sales by exporting through a merchant distributor who takes title to the product and performs all the necessary foreign sales functions, this would be a form of _____ integration.

A)vertical
B)horizontal
C)forward
D)backward
E)dual

Question 8

The _____ in(into) a market will determine how large the sales force needs to be and will influence how much training it will require.

A)form of marketing
B)form of entry
C)form of promotion
D)form of commission
E)form of management

Question 9

How large a sales force needs to be, how much training the sales force will need, whether the sales force is predominately local or foreign, and the manner of compensation are all issues influenced by the _____ in(into) a market.

A)form of marketing
B)form of entry
C)form of promotion
D)form of commission
E)form of management

Question 10

In the sales management "process," the first step is where the manager:

A)sets objectives and strategy.
B)determines goals and purposes.
C)recruits.
D)trains.
E)supervises.

Question 11

All of the following are examples of international sales strategy issues except:

A)salesforce skill availability.
B)selling style differences.
C)country image.
D)expatriate recruiting.
E)centralized training.

Question 12

Which of the following is an example of an issue that is addressed by intercultural issues with the foreign country?

A)sales force skill availability.
B)selling style differences.
C)country image.
D)expatriate recruiting.
E)centralized training.

Question 13

If a company begins its foreign sales by exporting through merchant distributors and then purchases a foreign sales subsidiary and locates product warehouses abroad, this would be a form of _____ integration.

A)vertical
B)horizontal
C)forward
D)backward
E)dual

Question 14

Which of the following is an example of an issue faced by international sales strategy?

A)motivation.
B)cultural sensitivity.
C)ethical standards.
D)relationship building.
E)home to host communications.

Question 15

The salesperson can best be described as being the _____ for the company.

A)support mechanism
B)front line
C)mouthpiece
D)promoter
E)educator

Question 16

Selling through an Export Management Company (EMC) or an Export Trading Company (ETC) is considered a _____ involvement approach to international sales.

A)low
B)middle
C)high
D)backward
E)parallel

Question 17

A key decision that a marketer must make with respect to international marketing is _____.This decision limits and defines key underlying aspects of its future sales force management.

A)which market to enter
B)how much to spend in a market
C)how to enter the market
D)how far should a market be entered
E)how long to stay in a market

Question 18

With respect to sales and sales management entry into a foreign market, _____ integration refers to greater ownership and control of the distribution channel.

A)vertical
B)horizontal
C)forward
D)backward
E)dual

Question 19

Motivation, cultural sensitivity, ethical standards, fairness, and relationship building are issues relevant to _____ considerations.

A)international product
B)international sales strategy
C)international mix
D)intercultural issues with the foreign country
E)global society

Question 20

The salesforce management process starts with setting:

A)objectives and strategy.
B)objectives and manufacturing.
C)objectives and marketing.
D)objectives and operations.
E)objectives and raw material.

Question 21

Germans are typically viewed as scientifically exacting and industrious people.However, the typical German manufacturing work week is only thirty hours and the workers jealously guard their free time and show little interest in working overtime.This would be an example of the dangers of _____.

A)cultural onomonopea
B)cultural adiaphoria
C)cultural generalization
D)cultural syncopation
E)cultural similarity

Question 22

Which of the following forms of company sales involvement generally have the highest involvement of expatriates?

A)low-level
B)mid-level
C)high-level
D)backward level
E)parallel level

Question 23

As an example of a company that has the _____ involvement approach, the company will generally own warehouses where goods are stored and/or own outlets where products are sold.

A)low-level
B)mid-level
C)high-level
D)backward level
E)parallel level

Question 24

Which of the following statements most accurately describes the state of international selling?

A)Despite growing "international sales," salespeople typically work only in one region.
B)International selling is a function of the degree of involvement.
C)Because of the global nature of business today, global selling transcends international boundaries.
D)International selling will never work.
E)International selling is tightly monitored by most governments because of the potential for funds outflow.

Question 25

If a company follows a _____ involvement path, it normally gives up the ability to motivate and monitor the sales force and to train them to better serve the customer.

A)low
B)middle
C)high
D)backward
E)parallel

Question 26

Which of the following degrees of involvement would probably be in use when Export Management Companies, Export Trading Companies, or direct exporting are being used by the firm?

A)limited foreign involvement and visibility
B)local management and sales force
C)expatriate management and local sales force (mixed)
D)heavy to complete expatriate sales force
E)maximum global control and worldwide ownership

Question 27

If the company uses expatriates to oversee sales regions and lead training, the firm will probably use which form of involvement listed below?

A)limited foreign involvement and visibility
B)local management and sales force
C)expatriate management and local sales force (mixed)
D)heavy to complete expatriate sales force
E)maximum global control and worldwide ownership

Question 28

Which of the following forms of company sales involvement generally have the lowest involvement of expatriates?

A)low-level
B)mid-level
C)high-level
D)backward level
E)parallel level

Question 29

When a company has a _____ involvement approach, the company substantially controls the foreign distribution channels.

A)low-level
B)mid-level
C)high-level
D)backward level
E)parallel level

Question 30

Which of the following degrees of involvement would probably be in use when piggybacking and selling through chains are used by the firm?

A)limited foreign involvement and visibility
B)local management and sales force
C)expatriate management and local sales force (mixed)
D)heavy to complete expatriate sales force
E)maximum global control and worldwide ownership

Question 31

Sogoshosha (such as Mitsubishi, Mitsui, Sumitomo, and Marubeni) are the Japanese equivalents of _____.

A)a foreign franchise
B)an Export Trading Company
C)an Export Management Company
D)a dealer network
E)a bulk-breaker

Question 32

A _____ occurs when we group people (from what might appear to us as very similar cultures) together in perhaps an inappropriate manner because those people consider themselves to be different.

A)cultural assimilation
B)cultural harmony
C)cultural generalization
D)cultural syncopation
E)cultural similarity

Question 33

If the company describes its situation as being concerned with a contract for sales from the U.S., no sales force or representatives abroad, and little or no control over the foreign marketing process, the firm will probably use which form of involvement listed below?

A)limited foreign involvement and visibility
B)local management and sales force
C)expatriate management and local sales force (mixed)
D)heavy to complete expatriate sales force
E)maximum global control and worldwide ownership

Question 34

If a marketing manager were to mistakenly group South Koreans and Japanese together (either as a market or by business and labor practices), this would be an example of a _____ problem.

A)cultural onomonopea
B)cultural adiaphoria
C)cultural generalization
D)cultural syncopation
E)cultural similarity

Question 35

Many _____ use EMCs services mainly to test the international arena.

A)contract manufacturers
B)franchisees
C)experienced exporters
D)inexperienced exporters
E)none of the above

Question 36

_____ is usually a large conglomerate that imports, exports, countertrade, invests, and manufactures in the global arena.

A)A foreign franchise
B)An Export Trading Company
C)An Export Management Company
D)A Noraizi agent
E)A bulk-breaker

Question 37

When a company has the _____ involvement approach, the company (because it uses either host country employees or expatriates) must face the foreign culture and intercultural communication can become an issue that must be dealt with through training.

A)low-level
B)mid-level
C)high-level
D)backward level
E)parallel level

Question 38

Which of the following statements most accurately describes the state of international selling?

A)At the level of personal selling there is little true international selling.
B)International selling is a function of the degree of involvement.
C)Because of the global nature of business today, global selling transcends international boundaries.
D)International selling will never work.
E)International selling is tightly monitored by most governments because of the potential for funds outflow.

Question 39

_____ serves the needs of their clients in entering a market or sourcing goods from a market.They are characterized by their "service" nature and efforts to interact with and meet the needs of the exporter client.

A)A foreign franchise
B)An Export Trading Company
C)An Export Management Company
D)A Noraizi agent
E)A bulk-breaker

Question 40

Personal selling is predominantly a _____ activity.

A)psychological
B)ethnic
C)tribal
D)group
E)personal

Question 41

All of the following are steps in the sales force management process except:

A)setting sales force objectives.
B)designing sales force strategy.
C)recruiting and selecting salespeople.
D)commission system management.
E)supervising salespeople.

Question 42

With respect to sales force structure, the _____ sales force has each salesperson responsible for a particular area (reporting up the line to regional sales managers).

A)territorial
B)product
C)customer
D)matrix
E)"open plan"

Question 43

_____ addresses the structure, size, and compensation of the sales force.

A)Sales force objectives
B)Sales force goals
C)Sales force strategy
D)Sales force policy
E)Sales force vision

Question 44

Ethics for international sales reps:

A)are the same regardless of country.
B)can be taught and are no longer a problem once training has taken place.
C)don't matter-reps should do what the home culture expects.
D)demand clear corporate policies to help reps avoid problems.
E)should be ignored until a complaint is made, then the guilty should be punished.

Question 45

One popular tool for characterizing people that addresses their cognitive styles is the _____.

A)Kelsey-Ciebold scale.
B)Johns-Hopkins initial perception scale.
C)Majors-Hawkins Cognitive Indicator.
D)Myers-Briggs Type Indicator.
E)Spaniel test.

Question 46

Evaluations of sales performance should be _____.

A)cumulative
B)exhaustive
C)quantitative
D)qualitative
E)both C and D

Question 47

The first step in the sales force management process is best described as being:

A)designing sales force strategy.
B)setting sales force objectives.
C)recruiting and selecting salespeople.
D)commission system management.
E)supervising salespeople.

Question 48

Setting sales force objectives internationally will not only depend on the company goals but will also depend on:

A)the training procedures.
B)the recruiting procedures.
C)the evaluation procedures.
D)an analysis of the culture and the values of the country it is entering.
E)management standards for excellence.

Question 49

According to the Myers-Briggs Type Indicator test, the _____ tends to show a greater concern with concepts and ideas than with external events, relative detachment, and enjoyment of solitude and privacy over companionship.

A)extrovert
B)introvert
C)sensing person
D)intuitive person
E)thinking person

Question 50

_____ the sales force means directing and motivating the sales force to fulfill the company's objectives and providing the resources to allow them to do so.

A)Recruiting
B)Training
C)Evaluating
D)Supervising
E)Compensating

Question 51

According to the Myers-Briggs Type Indicator test, the _____ tends to value the possibility and meaning more than immediate experience, and become more imaginative, theoretical, abstract, and future oriented.

A)extrovert
B)introvert
C)sensing person
D)intuitive person
E)thinking person

Question 52

The differences between the cultures of companies in two countries are based more on the ingrained cultural values of the _____.

A)consumers
B)governments
C)board of directors
D)CEOs
E)employees

Question 53

The _____ classifies people on four personal dimensions.These are extrovert versus introvert, sensing versus intuitive, thinking versus feeling, and judging versus perceiving.

A)Hartman profile
B)Myers-Briggs Type Indicator
C)Majors-Hawkins Cognitive Indicator
D)Spaniel test for concepts
E)Freudian fantasy test

Question 54

According to the Myers-Briggs Type Indicator test, the _____ tends to focus on immediate experience, become more realistic and practical, and develop skills such as acute powers of observation and memory for details.

A)extrovert
B)introvert
C)sensing person
D)intuitive person
E)thinking person

Question 55

According to the Myers-Briggs Type Indicator test, the _____ tends to rely on the environment for guidance, be action-oriented, sociable, and communicate with ease and frankness.

A)extrovert
B)introvert
C)sensing person
D)intuitive person
E)thinking person

Question 56

With respect to the functions of sales force strategy, the _____ refers to and determines the physical positioning and responsibilities of each salesperson.

A)size
B)structure
C)compensation procedure
D)modeling procedure
E)evaluation procedure

Question 57

Difficulties in setting compensation packages for global salesforces include:

A)unions may restrict wage options.
B)some cultures are not motivated to work harder regardless of monetary incentives.
C)local firms may protest that the MNC is stealing the best talent with wages out of line with local standards.
D)culture may dictate that people of the same rank should not be compensated differently regardless of performance.
E)all of the above

Question 58

With respect to sales force structure, the _____ sales force has each salesperson sell only one product or product line (even when selling to a single customer).

A)territorial
B)product
C)customer
D)matrix
E)"open plan"

Question 59

The _____ states explicitly what the sales force will be asked to do.

A)sales force strategy
B)sales force objectives
C)sales force training procedures
D)sales force recruiting procedures
E)sales force evaluation procedures

Question 60

With respect to rewarding salespeople, _____ reinforces the negative image of the salesperson benefiting from the sale, with no regard for the purchaser's well-being.

A)the salary system
B)the commission system
C)the motivation system
D)the retainer system
E)the hourly wage system

Question 61

Motivation, cultural sensitivity, ethical standards, and fairness are all issues that are relevant as intercultural issues with the foreign country.

Question 62

All of the following are advantages that expatriates are likely to have over foreign nationals as managers of MNCs, except:

A)more intelligence about the home office
B)better communication with the home office
C)better understanding of office politics
D)higher rank in the organization
E)closer relationships with the home office

Question 63

The text reports the following recommendations regarding reducing attrition rates except:

A)membership in top private business clubs
B)chances to use international experience
C)a choice of positions upon return
D)recognition
E)repatriation career support

Question 64

_____ are home country personnel sent overseas to manage local operations in the foreign market.

A)Managers
B)International personnel
C)Group managers
D)Expatriates
E)Foreign managers

Question 65

Salespeople need to educate buyers.

Question 66

Salespeople do not sell services.

Question 67

Selling through an Export Management Company (EMC) or an Export Trading Company (ETC) is considered a high-level involvement approach to international sales.

Question 68

The single most compelling reason that most expatriates return home early from their tour of duty abroad is:

A)motivation
B)salary
C)health
D)fear of the foreign environment
E)family discord

Question 69

Unlike the United States, the majority of cars sold in Japan are sold door-to-door.

Question 70

The world's top soy sauce producer, Kikkoman Corporation of Japan, has an extensive salesforce in China to support its new plant in Kunshan, Jiangsu Province, near Shanghai.

Question 71

The success or failure of the company rests largely on the ability of the salesforce.

Question 72

The general trend among U.S.multinationals has been a decreasing use of _____ managers overseas and an increasing reliance on _____ foreign talent since the 1990s.

A)global, local
B)international, local
C)European, local
D)expatriate, local
E)Asian, local

Question 73

Stages of the negotiation process include the following except:

A)non-task soundings
B)task-related information exchange
C)foreign travel
D)persuasion
E)concessions and agreements

Question 74

Salesforce skill availability, country image, and expatriate recruiting are all issues that are relevant as intercultural issues with the foreign country.

Question 75

The question of how to enter the market is central to marketing.

Question 76

With respect to evaluating salespeople, _____ evaluations can be in the form of comparisons of sales, of sales percents, or increases in sales.

A)parametric
B)qualitative
C)quantitative
D)nonparametric
E)decisional

Question 77

The salesperson is not the front line for the company.

Question 78

Backward integration might consist of the company purchasing a sales subsidiary and establishing product warehouses abroad.

Question 79

In international marketing, negotiation strategies include the following except:

A)employ an outsourcing consultant
B)employ an agent or advisor
C)involve a mediator
D)induce the counterpart to follow one's own negotiation script
E)Adapt the counterpart's negotiation script

Question 80

All of the following are disadvantages of using expatriates over foreign nationals as managers, except:

A)cross-cultural training.
B)motivation.
C)honesty.
D)compensation.
E)family discord.